Hamilton, S, Zhang, J 2011, Doing Business with China: Avoiding the

Pitfalls, 1st edition, Palgrave Macmillan, Great Britain

Google sees itself as a different kind of company, one that makes its own
way and refuses convention almost on principle (page 13)
Microsofts took a different approach that was successful in breaking the
Chinese market Microsoft respects and follows laws and regulations in
every country where we run business. We operate in China in a manner
that both respects local authority and culture and makes clear that we
have differences of opinion with official content-management policies.
(page 13)
Harmony is deeply rooted in the Chinese culture, and is essential to
successful partnerships in China. Yet, few Western companies have realized
its importance. Some appear to have achieved certain level of peaceful
coexistence with their Chinese partners, but most have faced troubles,
which first appeared only as the top of the iceberg. (page 13)
Googles slogan Dont be Evil. They (Google) cant afford to not be in
China. They are facing a hard choice. They really dont want to be seen
as doing something that is evil, but no one goes into China on their own
terms. Google failed to reconcile the regulatory requirement for
censorship with its core value Dont be evil. Ever since googles
formation it had been uncensored and available to internet users
worldwide. (pg. 7)
Levy, S 2011, Google and its Ordeal in China, Fortune, Volume 163,
Issue 6
After the employee's departure, Google chose a three-person government relations team, all female, led by Julie
Zhu, an energetic woman in her thirties. She was hired straight from a government ministry, instead of the
commercial sector with its backscratching culture. Zhu was better able to communicate with Mountain View. But
she had her hands full fending off Chinese government directives. A demand would come from a government
ministry to take down 10 items; Google would typically take down seven and hope that the compromise resolved
the matter. Sometimes after a few days or weeks Google would quietly restore links it had censored. Every five
months Google's policy-review committee in China would meet to make sure it was filtering the minimum it could
possibly get away with. It was, as Google China engineering director Jun Liu put it, "trench warfare," but he
believed that Google's continuing problems were proof that it was indeed moving the democracy needle in China.

EU SME Centre 2013, Negotiating and dealing with Chinese Business

Partners, brochure, EU SME Centre, Beijing,
[Westerners] tend to be more individualistic, whereas Chinese
are move collectivist, Europeans are more information oriented or
fact oriented, while Chinese focus on relationships thus resulting
in censorship to promote and maintain nationalism.
Westerners will have an impatient and aggressive means of
negotiation and persuasion, whilst Chinese will have an enduring
means of persuasion. Westerners are focused on myopic, short term
deals, whilst Chinese are about forging a long term relationship.
Being aware of, understanding and working with such [cultural]
differences will allow you to make the most out of your
partnerships, whereas trying to do it your own way and thus
going against the culture will be a difficult undertaking.
Keeping face is extremely important in china. Chinese people dont
like to expose their problems to the outside world. They are guided by the
principle of turning big problems into smaller problems.

Tian, X 2007, Managing International Business in China, 1st edition,

Cambridge University Press
Chinese negotiators tend to start negotiation on a few general
principles first, leaving specific detail to a later stage resulting in
the unwarranted blocks in Youtube after video. This is opposite to America
where all the details are laid out in the initial stages of the negotiation.
Chinese negotiators tend to attack the other side for not
complying with the general principles that have been agreed upon
earlier.

Google attempted to comply with Chinese government censorship

whilst dissociating itself from them. It provided a message stating
that a blocked website was made unavailable due to local laws,
regulations and policies, suggesting to Chinese users that the
information existed but the government had denied them access.